4 ABOUT Pursuant Group Founded in 2001 More than 175 employees Acquired: KMA Direct Communications 2010 Ketchum and RSI in 2009 Charitable Partners in 2008 Primarily serve: Higher Education Health and Human Service Organizations Faith-Based Organizations (Churches and Parachurches) Known for thought leadership in innovative fundraising, donor intelligence, and major giving consulting.

7 Impressions What We REALLY Do Respond? Yes New Engagement Donate? Yes New Donors No No Engagement No Renewed Donors A Donor Development Process Model Active Donor Base X Number of Gifts X Dollar Amounts Total Annual Giving Yes Renewed? No Lapsed Donors Re-activate? No Yes

11 Comprehensive Strategies Who strategically aligns all your fundraising puzzle pieces? Who ties together every fundraising option? Pursuant builds comprehensive strategies that connect programs at every giving level across all channels of communication

29 Pursuant Samples (Web Design) Frontiers USA R3 Strategies (Pursuant Acquisition) partnered with Frontiers to identify strategic direction and information architecture. The breadth of the organization's work was represented in the design, but we were able to strategically guide and emphasize the primary calls to action for site visitors.

31 Pursuant Samples (Grateful Patient Data Acquisition) Campaign Actions Campaign Metrics PURLS Mailed 23,000 Video Starts 12% Video Complete Rate Submissions Interest Submissions 80% 1256 (5.4%) 1189 (95%) Pursuant developed a video message for Massachusetts Eye and Ear to thank patients for their business with the intent of acquiring an address for ongoing communication. This thank you is the first message in a three part welcome series geared towards patients and their families. This is not a full grateful patient program. We sent a direct mail post card with Personalized URL (PURL) to the individual that directed them to a unique website where they would watch their thank you video.

32 Pursuant Samples (Campaigns) Buckner Shoes for Orphans Souls As part of an integrated offline and online appeal, Pursuant developed a video for Buckner's Shoes for Orphans Souls to tell the story of shoes, their impact on children's lives and how recipients can get involved. This type of narrative has proven to be very effective, it allows for organizations to share their story in a unique way that increases response. An entertaining and educating experience that include best practices have helped organizations breakthrough the clutter when trying to reach a constituent.

33 Pursuant Samples (Campaigns) UCLA This was primarily an acquisition campaign for UCLA which utilized variable data to engage constituents on a personal level and provide a novelty to motivate them to share with fellow alumni. The results were impressive. With an ROI of 50%, the campaign also resulted in over 500 new donors, many of whom were not on the house file.

34 Pursuant Samples (Campaigns) BAYLOR

35 Pursuant Samples (Campaign-Social Media) Kerrville KROC This was an integrated campaign to promote the new opening of a Kroc center in Kerrville, TX. The campaign concentrated exposure in television, direct mail, radio and newspaper ads. It also involved a social media campaign targeting Twitter and Facebook in order to increase the center s online follower base.

36 Pursuant Samples (TV Spot) Conference USA This was a series of three videos that depicted the theme We Play for You, featuring studentathletes describing what inspires them to play and paying homage to the people in their lives that motivate them to excel. The videos were designed to generate enthusiasm and support for the teams during their sports seasons, as well as direct traffic back to an experience website (stories.conferenceusa.com), also created by Pursuant Sports, where viewers can explore studentathlete stories and learn more about C-USA.

38 Pursuant Samples (Planned Giving Campaign) Campaign Performance: CD s sent: 480 Video Finishes: 43 (9%) Form Submits: 6 (1.3%) Covenant Society Additions: 10 (vs average of 2 in prev yrs) This was a video Pursuant produced for Presbyterian Healthcare Foundation. The strategy behind this planned giving ask was to identify a group of individuals based on a unique set of criteria. We produced the video and placed it on a CD packaged inside a nice tri-fold direct mail piece. Once the mail piece is received, the recipient will watch the video inside their computer. The technology gives our client the ability to see who has watched the video and how far through the video they made it, thus prioritizing who and how they will follow up with each recipient.

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12-00 Sample questions for a development audit These questions demonstrate the scope of issues you should consider if you want to evaluate your fund development program. Often a development audit is conducted

Executive Summary At a time when many colleges and universities are under pressure to manage their marketing budget, leaders in alumni relations and development departments are finding effective ways to

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